Author: Bill Cates

Getting referrals faster in new relationships is all about providing immediate value. There are many ways to provide value in a brand-new relationship. Sometimes, just setting the appointment brings great value. You know this has…

I’ve always loved prospecting. Call it, “The thrill of the chase.” Prospecting can be creative and rewarding – especially when you find a new prospect and convert them into a new client. Prospecting takes energy,…

In a world where you are used to meeting with your clients face to face, can you ask for referrals or introductions working virtually over the phone or using Zoom or GoToMeeting? The shorter answer…

In a recent Zoom call with Gerry (a veteran advisor hailing from North Carolina), Gerry told me, “I’m trying to strike a balance between reaching out to my clients as a good listener – to…

Some of the most successful businesses I’ve observed over my 40 years of running and coaching businesses are those businesses that are truly driven by their mission to bring value to their clients (and beyond)….

“Bill – I was thinking that the volatile market conditions we’re experiencing might be a great time to ask for referrals. What do you think?” That was a question posed to me in a workshop…

When writing my new book, Radical Relevance, I reviewed a number of neuroscience studies to gain some insight into how we can use what is know about the brain in our efforts to attract more…

In last week’s blog, How One Advisor Increased His Revenue by 50 Percent in 14 Months, I told you how Adam Cmejla created exponential growth by focusing his business on the financial lives of successful…

“I’ve cut my prospecting time in half. My prospects reach out to me, most of them ready to get started.” This is what Indianapolis based financial advisor Adam Cmejla, CFP® told me in our recent…

    Have you noticed that most clients seem to “refer down” on the economic ladder? This isn’t an absolute, but generally so. So, how do you increase the odds getting “referred up?” How do…